NARI NewsWatch
Nov. 26, 2014

3 ways to create trust with customers
Trust is key for getting customers to sign on the dotted line. Unfortunately, gaining a potential client's confidence is not an easy task. It doesn't help either that there are so many salespeople who use unethical approaches to close deals. This makes the prospect walk into a meeting with you already thinking you're trying to scam them.More

Giving thanks for our NARI members


Entry deadlines for the NARI National CotY Awards approaching
National Association of the Remodeling Industry
Entry deadlines for the NARI National CotY (Contractor of the Year) Awards program are fast approaching. Friday, Dec. 5 is the late entry. CotY entries are submitted using an online platform. You can prepare your presentation utilizing your favorite software, then save in PDF format and upload for consideration. Read more here.More

Nominations being accepted for the NARI Achievement Awards
National Association of the Remodeling Industry
Do you know a NARI member with admirable dedication and service to the professional remodeling industry? Has your NARI Chapter positively influenced the local area either through a community project or through another event? The NARI Achievement Awards were established to honor those who really make a difference in our industry. To learn more, click here. The entry deadline is December 5, 2014. Click here to submit a nomination for these special awards. More

Vehicle Cash Allowance and Perks from Chrysler Group LLC
National Association of the Remodeling Industry
NARI has partnered with Fiat Chrysler Automobile group to offer NARI Members and their employees an exciting new member benefit that puts you in the driver seat of savings for your business. NARI members’ company owners and their employees are eligible for two key offers through this member benefit: $500 cash allowance toward the purchase or lease some of the most popular vehicles in the Chrysler, Jeep, Dodge, RAM and Fiat lineup, and one of four On the Job program allowances, worth $1,000 of savings.

The NARI member benefit allowances can be combined with most national and local incentives, so the savings can add up quickly. And now through January 5, 2015 — it’s RAM Commercial Truck Season, so there are bigger savings on select RAM trucks and vans.

Taking advantage of this member benefit is easy. Refer to program FAQs on the NARI website: information on proof of membership requirements, eligible vehicles and other details.More

NARI Greater Charlotte: Holiday Social/Toy Drive
National Association of the Remodeling Industry
For the fifth straight year, NARI of Greater Charlotte will cap off the year with its Holiday Social/Toy Drive on Thursday Dec. 4 from 5:30 to 8 p.m. at HHGregg Fine Lines, 7024 Smith Corners, Charlotte, NC. Enjoy great food, great people and great fun –all for a good cause.This year’s toy donation will go to children in need through Kids First of the Carolinas, and WBT. RSVP here by Nov. 28.More

NARI DelChester: Holiday party
National Association of the Remodeling Industry
NARI of DelChester is ending the year with their holiday party on Thursday, Dec. 11 at 6:30 pm at the Giordano’s Restaurant, 633 E. Cypress St., Kennett Square, PA. Register here.More

Milwaukee/NARI Home Improvement Show radio program
National Association of the Remodeling Industry
Tune in and listen to Milwaukee/NARI Home Improvement Show radio program Dec. 6 at 9 a.m. on WSSP-AM 1250. This week’s show will feature in-studio guests and NARI members Jim Grote of Cream City Construction and Rick Filo, Louis Anthony Custom Cabinetry & Fine Furniture.More

Welcome to the era of engagement marketing
Marketo via VentureBeat
The quest of every company can be summarized up pretty fast: to acquire customers quickly, grow their lifetime value, and convert them into loyal advocates who, in turn, influence new customers, creating a virtuous cycle. But today’s digital, social, mobile world has made it very hard to drive that cycle. More

Why no one's reading your marketing content
Harvard Business Review
There’s been plenty written about how to create smart digital marketing content. But less attention gets paid to what happens after you click “publish” and whether your videos, infographics, social media posts, and other pieces of content are actually reaching the right people. According to Altimeter, only a quarter of content marketers actually invest in distribution, even though more than half recognize that it’s a critical need.More

Selling value in a buyer-empowered world
Sales & Marketing Management
While companies complain that 80 to 90 percent of their salespeople can’t sell value, they are spraying their sales force with product presentations and praying that their salespeople will be able to figure out why customers should buy their product. But instead of complaining, companies should feel blessed that they can increase sales by capturing and sharing this valuable tribal knowledge with the rest of their sales force.More

How to transition from selling to closing
While people brag about pressuring customers, intimidating your client to buy can be trouble. This is shown in sales books like Spin, which shows the negative results that come with using closing lines on big sales. Not only do common closing techniques lead to fewer closes, they also lead to poor relationships. This presents a huge problem, since the value of your customer should come from a long relationship, not their initial buy.More

Conditions improving in housing and home remodeling markets
By Michael J. Berens
Renewed activity in the housing industry in recent months bodes well for interior designers and remodelers. Housing starts and sales have lagged for most of 2014, dampened by bad weather, world events and a mixed bag of unfavorable economic, employment and lending news. The latest indicators from industry groups, however, show business is gradually improving and is likely to continue to do so for some months to come. More

How to make your designers' work easier
Paul Winans writes: I had the opportunity to work with a remodeling company’s design staff a while ago. The company was very busy, and as a result the designers were being pulled between the company’s desire to have them do more work and clients who required more time to make decisions. How could the designers feel more in control and be more likely to have solid successes with these clients?More

Green building regulatory trends drive plastics use
By Don Rosato
The construction and operation of buildings has a significant impact on the environment. In the U.S., buildings account for 39 percent of total energy consumption and 38 percent of carbon dioxide emissions. Buildings also use a tremendous amount of natural resources to construct and operate. Constructing green buildings that consume resources more efficiently has become one of the primary goals in the industry. In turn, this will minimize pollution that can harm renewable natural resources that are crucial to a sustainable future. More

Construction industry creates 12,000 jobs, sees unemployment dip to 8-year low
Construction Dive
For the past few months, the construction industry has added jobs at a rate double that of all industries combined. That would be better news if employers could find skilled workers to fill them.More

Why a 40-hour worker means more to small businesses
The Wall Street Journal
Some small-business owners are hopeful that a new Congress will change the federal health law’s requirement that businesses provide health insurance to workers who clock as little as 30 hours a week, or pay a penalty. Republicans taking over control of the Senate would like to extend the law’s definition of a full-time workweek to 40 hours or more.More

Survey shows minor spend can equal big rewards for small business owners
Business Wire via MarketWatch
The holiday season has arrived in all its Turkey-day and tinsel-draped glory. And for the more than 28 million U.S. small businesses, ‘tis the season to engage shoppers during the busiest and most competitive part of the retail calendar. A recent survey of small business owners has shown that when planning how to actually reach customers, SMBs don’t need to spend big bucks or use overly complicated approaches to achieve strong holiday sales.More

How is your small business managing millennials in the workplace?
The Huffington Post
One of the many challenges small businesses face today is integrating and managing millennial employees with other generations of their workforce. Millennials are the newest generation of workers, and when they enter the job market they have specific expectations that your other staff may not.More

Study: Mobile technology saves small businesses $67.5B annually
Resources for Entrepreneurs
The latest iteration of the Small Business Technology Poll, conducted by AT&T and the Small Business & Entrepreneurship Council, explored how mobile technology impacts small businesses. The 2014 study found that mobile technology saves U.S. small business owners nearly 2.6 billion hours per year. More

Why mobile is set to transform the approach to marketing
Business 2 Community
Modern consumers are focused, clear on what they want, and most importantly, is always connected. Ninety-three percent of the world’s population today owns a mobile phone. The immediacy and reach potential of mobile cannot be matched by other media, and so today, marketing requires an all around new approach that is integrated and cross-device for measurable results.More